Having worked in real estate her entire life, top lender in Virginia Melissa Landon brings to the mortgage business a wealth of experience and expertise that helps her clients make their homebuying dreams a reality. “My entire adult career—22 years—has been in real estate,” Melissa recalls. “At 18 I got my real estate license and did that for several years. Then I made the switch to title and learned from the bottom up. By the end I was managing a title company before switching to mortgages.” That was nine years ago, and Melissa couldn’t be happier. As a Senior Loan Officer with CMG Home Loans, Melissa works with her team to educate and guide her clients, especially first-time homebuyers.
Melissa is licensed in 13 states and primarily serves the Virginia, Maryland, and Washington, DC area. She specializes in first-time homebuyer products, as well as VA, FHA, construction loans, and grant programs. Melissa also participates in the Homes for Heroes program, helping local heroes and frontline workers obtain loans and get into houses.
The majority of Melissa’s business, about 85%, comes from referral clients. It’s a testament to the high level of service that keeps people coming back. Melissa attributes her high referral rate to “The empathy and compassion I have for people. I try to relate to them over whatever we find in common, and I am friends with the majority of my buyers by the end of the deal.”
Melissa’s personal touch helps to nourish those relationships long after the closing. “I send handwritten notes throughout the year to my referral partners,” she explains. “Everybody likes to get mail, and it’s a great way to stay in touch. I also send out weekly emails and make phone calls to keep up with them on the changes in the market such as interest rates, loan programs, and other information that would benefit their clients.”
It’s all part of staying top-of-mind with referral partners. Melissa works with a business coach to stay present and set herself apart. “We have a lot of cool loan products here at CMG, and I like to get those out in front of my referral partners,” she says. She also attends Bridal Expo to promote The HomeFund It Program CMG offers.
Giving back to her community is important to Melissa, and she teams up with agents to sponsor local sports teams and support the local elementary school, as well as helping to put on fun local events such as a visit with Santa. When she’s not working or giving back, Melissa loves spending time with her friends and family, especially her husband and four kids at their various sports and extracurricular activities as well Crafting, Baking Cakes, Antiquing with friends and just hanging out!
Looking toward the future, Melissa says, “My goal is to continue to be an active part of my community and continue to give back to those in need. My favorite part of the mortgage business is the relationships I get to build. It’s more than just a transaction with me; it’s an ongoing relationship.”